When you think about productivity do you recognise the power of the KPI’s you choose? I want to share with you a real-life experience whilst working with a top multi-million-pound manufacturer of construction products. I discovered the impact of different metrics when working with their Technical Services Team. This team were responsible for answering all … 
The prevalence of new and alternative methods of communication have caused many salespeople to neglect one of their most powerful assets. A piece of old technology, the telephone. Too many people these days prefer to hide behind Email, text and social media rather than picking up the phone and creating an engaging and meaningful conversation. …
As a sales manager one skill to master is the ability to give advice in a way that helps the other person to develop their own potential. Here are three key principles to excel in in this area. Discern the Real Situation. In order to give good advice, we must understand the circumstances and viewpoint …
Nearly every board meeting, committee or city hall meeting I’ve ever attended, unless it was chaired by a very skilled individual, vacillated between strategy and tactics. They were all over the place! This lack of clarity causes many organisations to never really decide on anything. A simple equation that clarifies this situation is: A strategy …
How many of us have at one time made an assumption about a person, company or situation that proved completely incorrect? All of us if we are perfectly honest have fallen into this trap at one time or another but…why? Well, do we make assumptions about people we meet in a nano-second? Yes, absolutely we …
